Teaching the art of negotiation: improving students' negotiating confidence and perceptions of effectiveness
Negotiation classes are one way in which many of today's managers try to develop negotiation skills. Despite the popularity of such courses, relatively little research has assessed their effectiveness in improving trainee self-confidence and posttraining transfer. The results of 2 data collecti...
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| Veröffentlicht in: | Journal of education for business 2008, Vol.83 (3), p.135-140 |
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| container_title | Journal of education for business |
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| creator | Taylor, Kimberly A Mesmer-Magnus, Jessica Burns, Tina M |
| description | Negotiation classes are one way in which many of today's managers try to develop negotiation skills. Despite the popularity of such courses, relatively little research has assessed their effectiveness in improving trainee self-confidence and posttraining transfer. The results of 2 data collection efforts indicate that students in a typical negotiation-training course integrating the principles of instructional design believed that they had improved their negotiating skills and confidence, adopted more integrative conflict management styles, and implemented their newfound skills in important real-world negotiations. These perceived changes persisted over time. |
| doi_str_mv | 10.3200/JOEB.83.3.135-140 |
| format | Article |
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These perceived changes persisted over time.</description><subject>Administrator Education</subject><subject>Arbitration</subject><subject>Aspiration</subject><subject>Bargaining</subject><subject>Behavior</subject><subject>Behavior Change</subject><subject>Betriebswirtschaftslehre</subject><subject>Business schools</subject><subject>Collaboration</subject><subject>College Outcomes Assessment</subject><subject>College students</subject><subject>Colleges & universities</subject><subject>Competency Based Education</subject><subject>Competition</subject><subject>Confidence</subject><subject>Conflict Resolution</subject><subject>Design theory</subject><subject>Elective Courses</subject><subject>Graduate Students</subject><subject>Hypotheses</subject><subject>Hypothesis Testing</subject><subject>Instructional Design</subject><subject>Interpersonal Competence</subject><subject>Learning</subject><subject>Listening</subject><subject>Management 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| ispartof | Journal of education for business, 2008, Vol.83 (3), p.135-140 |
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| source | Business Source Complete; Education Source |
| subjects | Administrator Education Arbitration Aspiration Bargaining Behavior Behavior Change Betriebswirtschaftslehre Business schools Collaboration College Outcomes Assessment College students Colleges & universities Competency Based Education Competition Confidence Conflict Resolution Design theory Elective Courses Graduate Students Hypotheses Hypothesis Testing Instructional Design Interpersonal Competence Learning Listening Management styles negotiation Negotiations Nonverbal communication Participant Satisfaction Pedagogy Peer Acceptance perceived effectiveness Program Effectiveness Researchers Rhetorik Self Efficacy Self Esteem self-confidence Simulation Skills Social Cognition Student Improvement Student Surveys Studium Success Teaching Methods training Training Methods Transfer of Training USA Verhandeln |
| title | Teaching the art of negotiation: improving students' negotiating confidence and perceptions of effectiveness |
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